More than likely, you’re already familiar with most of the business-as-usual B2B sales strategies. Now it’s time to incorporate new digital strategies if you want to keep up with and surpass the competition. Sometimes change is tough; people like using the tactics they are comfortable with. However, with the...

It’s no surprise that each day more and more consumers of all ages are heading to the Internet to do their shopping. It’s no wonder that B2B buyers are going there too. Actually, 94 percent of B2B buyers are making their purchase decisions after doing research online, according to...

With technology upending the B2B sales industry, it’s apparent that the one trait all sales reps need is the ability to adapt. Prospective customers have gone rogue for the most part — eliminating the need for a sales rep throughout the majority of the sales process. As a survey...

Whether you adhere to Malcolm Gladwell’s highly touted 10,000-hour rule, believing it’s the key to gaining expertise in any particular area, pretty much everyone can agree that regularly practicing a series of good habits can eventually hand you the tools to be successful. While the 10,000 rule has recently...

Getting employees to adapt to change always has been a challenge for team leaders and managers. As Harvard Business Review points out, it’s human nature to resist change — with reasons ranging from feelings of inadequacy and uncertainty to loss of control. However, in the sales industry, failure to...

Although it obviously has six letters, “change” has a reputation of being a four-letter word in most workplaces. You mention changes to your team in a group huddle, more than likely you’ll see expressions ranging from trepidation to outright rejection. You mention changes to your team in a group...

Teamwork is one of those terms thrown around frequently in the business industry. We all know it’s important, but how much are we practicing it? And why should we? More successful outcomes should be a good reason for exploring teamwork, according to the Management Study Guide. Research, MSG experts...

One of the biggest issues sales teams face is the amount of time it takes to connect with a prospect. How many times do I have to call for them to pick up? What about the gatekeeper? Am I trying to reach the right person? These are all questions...

It may be hard to believe, but it’s been 80 years since Dale Carnegie originally published the bestselling book “How to Win Friends and Influence People.” For anyone in corporate America at the time — sales teams included, this gem was a must-read. Among other things, Carnegie’s book promised...

It’s an unfortunate reality. When it comes to professionals who earn the lowest marks for honesty and ethical conduct, car salespeople continually drop to the bottom of the pile — next to Congressmen, according to a recent Gallup poll. While car salespeople were singled out in the study, a...